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Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings  Sundar Kamakshisundaram - Ariba Andrew Bartolini - Ardent Partners Rohan Ranadive - BB&T Carl Hernas - Coach Mr. Govind Jaju - Ranbaxy Laboratories Ltd © 2011 Ariba, Inc. All rights reserved.
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Collaborative Sourcing:  The Keys to Unlocking Greater Value  Andrew Bartolini Chief Research Officer Ardent Partners © 2011 Ariba, Inc. All rights reserved.
Andrew Bartolini Bio ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
CPO Rising: The First Independent Site for CPOs www.cporising.com © 2011 Ariba, Inc. All rights reserved.
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Who said it? ,[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Who said it? ,[object Object],[object Object],~ Indra Nooyi,  CEO , Pepsi ~ Olli-Pekka Kallasvuo,  President and CEO , Nokia  © 2011 Ariba, Inc. All rights reserved.
Why are CEOs talking about Sourcing? © 2011 Ariba, Inc. All rights reserved.  Source:  Ardent |Partners
CFO Priorities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],IN THE PAST ,[object Object],[object Object],[object Object],[object Object],TODAY © 2011 Ariba, Inc. All rights reserved.
CFO Priorities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],IN THE PAST ,[object Object],[object Object],[object Object],[object Object],TODAY © 2011 Ariba, Inc. All rights reserved.  Increasing Alignment between the CFO and the CPO
Business Trends that Will Continue in 2011 ,[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Business Trends that Will Continue in 2011 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Business Trends that Will Continue in 2011 ,[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Business Trends that Will Continue in 2011 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
One Other BIG Trend ,[object Object],© 2011 Ariba, Inc. All rights reserved.
What These Trends Demand of Procurement: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
What These Trends Demand of Procurement: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
[object Object],[object Object],[object Object],[object Object],THE KEYS © 2011 Ariba, Inc. All rights reserved.
Procurement without Spend Visibility ,[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Procurement without Spend Visibility ,[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
[object Object],[object Object],[object Object],[object Object],THE VALUE FROM  SPEND VISIBILITY © 2011 Ariba, Inc. All rights reserved.
[object Object],[object Object],[object Object],ANALYSIS
Holistic, Standardized, and Automated Process © 2011 Ariba, Inc. All rights reserved.  Supplier Performance Management Supplier Information Management
Closing the  Savings Leakage Gap Identified Implemented Leakage Savings © 2011 Ariba, Inc. All rights reserved.
[object Object],[object Object],[object Object],[object Object],COLLABORATION © 2011 Ariba, Inc. All rights reserved.
CASE STUDY Visibility Analysis Process Collaboration © 2011 Ariba, Inc. All rights reserved.  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CASE STUDY © 2011 Ariba, Inc. All rights reserved.  UNLOCKED SAVINGS > $1 BILLION  (in first three years )
[object Object],[object Object],[object Object],[object Object],THE KEYS © 2011 Ariba, Inc. All rights reserved.
Q&A ( and Contact Details ) ,[object Object],[object Object],Andrew Bartolini  Managing Partner & Chief Research Officer Ardent Partners  [email_address] © 2011 Ariba, Inc. All rights reserved.
Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings  Rohan Ranadive – BB&T © 2011 Ariba, Inc. All rights reserved.
BB&T Company Profile © 2011 Ariba, Inc. All rights reserved.
BB&T Company Profile © 2011 Ariba, Inc. All rights reserved.
BB&T: Beginnings of Spend Management Transformation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
BB&T Spend Management Program Vision © 2011 Ariba, Inc. All rights reserved.  A Clear Purpose and Organizational Commitment The Right Talent Organized for Success A New Approach, Technology, and Process Discipline ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Program Execution Details  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Program Execution Details ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Spend Management Transformation The BB&T Journey © 2011 Ariba, Inc. All rights reserved.  Platform  Implementation Shared Service  Implementation Execution 2009 2010 And Ongoing 2011 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Communication and Change Management
Key Takeaways ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Collaborative Sourcing: Achieving the Next Wave  of Sourcing Savings  Carl Hernas – Coach © 2011 Ariba, Inc. All rights reserved.
Coach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
An Intro to Coach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Process, Technology and Spend Categories ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
A Sample Spend Diagnostic © 2011 Ariba, Inc. All rights reserved.
Coach  7-Step  Spend Management Process Check Point #1 Check Point #2 Check Point #3 Check Point #4 Check Point #5 Check Point #6 Check Point #7/Ongoing Develop Sourcing Pipeline and Conduct Wave Opportunity Assessment Source and Negotiate Award Contract and Plan Implement-ation Implement Supplier and Category Management Processes Measure Performance And Continuously Improve Analyze  and Identify Opportunity Develop Sourcing Strategy Sourcing Pipeline Management Strategic Sourcing Category and Supplier Implementation and Management © 2011 Ariba, Inc. All rights reserved.
Considering the Variety of Categories  and the Opportunity, a Wave Plan  Seemed the Most Prudent FY10 FY11 FY13 FY14 FY12 Savings Wave 1 Wave 2 Wave 1 (QW) Wave 2  (12/09-5/10) Wave 3  (6/10-11/10) Wave 4  (12/10-5/11) Wave 5 (6/11-11/11) Wave 6 (12/11-5/12) Wave 3 Wave 4 Wave 5 Wave 6 Wave 7 Wave 8 We are here Wave 7  (6/12-11/12) Wave 8  (12/12-5/13) Savings Realization © 2011 Ariba, Inc. All rights reserved.
Sample of Wave 4 Projects © 2011 Ariba, Inc. All rights reserved.  Category Description of Addressable Spend Annual Savings (%, $million) Capital vs. Expense Status Visual Merchandising ,[object Object],21.7% Combined Completed Commercial Print ,[object Object],14.3% Expense In Progress  Packaging ,[object Object],6.5% Expense In Progress  Fixtures ,[object Object],10.0% Capital In Progress  Backroom Shelving ,[object Object],10.0% Capital In Progress Security and Fire ,[object Object],9.2% Combined In Progress  General Contracting ,[object Object],7.1% Capital In Progress  Utilities ,[object Object],8.9% Expense In Progress  Inbound Transportation ,[object Object],1.7% Expense In Progress IS Hardware ,[object Object],7.3% Capital In Progress  IS Consulting ,[object Object],6.5% Combined In Progress  Media Buying ,[object Object],3.5% Expense In Progress  HQ Maintenance ,[object Object],2.4% Combined In Progress Meetings and Events ,[object Object],1.6% Expense In Progress  Small Package DM ,[object Object],1.9% Expense In Progress Total 6.3%
Example #1 (Wave 2) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.  Baseline Spend and Category Insights Activities Completed Remaining Activities Results/Savings
Example #2 (Wave 3) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.  Baseline Spend & Category Insights Activities Completed Remaining Activities Results/Savings
Snapshot from our Quarterly Review with Executive Leadership © 2011 Ariba, Inc. All rights reserved.  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key to Success + = Lowest Total Cost of Ownership © 2011 Ariba, Inc. All rights reserved.  CPO ,[object Object],[object Object],[object Object],[object Object],[object Object],Business ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings  Mr. Govind Jaju – Ranbaxy Laboratories Ltd © 2011 Ariba, Inc. All rights reserved.
Ranbaxy Laboratories Ltd. Is the Largest Indian Pharma Company with Global Reach and Competencies across Value Chain  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Ranbaxy’s Spend Management Transformation Journey ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Results Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
We Innovated and Leveraged This Initiative to Address Significant Portion of Core Spend and Difficult Categories  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Red – Large Spend Low Savings ;  Black – Small spend High Savings © 2011 Ariba, Inc. All rights reserved.
Best Practices… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],© 2011 Ariba, Inc. All rights reserved.
Questions © 2011 Ariba, Inc. All rights reserved.
“Safe Harbor” and Confidential Information Statement ,[object Object],© 2011 Ariba, Inc. All rights reserved.
Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings  © 2011 Ariba, Inc. All rights reserved.  Sundar Kamakshisundaram - Ariba Andrew Bartolini - Ardent Partners Rohan Ranadive - BB&T Carl Hernas - Coach Govind Jaju - Ranbaxy Laboratories Ltd

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Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings

  • 1. Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings Sundar Kamakshisundaram - Ariba Andrew Bartolini - Ardent Partners Rohan Ranadive - BB&T Carl Hernas - Coach Mr. Govind Jaju - Ranbaxy Laboratories Ltd © 2011 Ariba, Inc. All rights reserved.
  • 2.
  • 3. Collaborative Sourcing: The Keys to Unlocking Greater Value Andrew Bartolini Chief Research Officer Ardent Partners © 2011 Ariba, Inc. All rights reserved.
  • 4.
  • 5. CPO Rising: The First Independent Site for CPOs www.cporising.com © 2011 Ariba, Inc. All rights reserved.
  • 6.
  • 7.
  • 8.
  • 9. Why are CEOs talking about Sourcing? © 2011 Ariba, Inc. All rights reserved. Source: Ardent |Partners
  • 10.
  • 11.
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  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24. Holistic, Standardized, and Automated Process © 2011 Ariba, Inc. All rights reserved. Supplier Performance Management Supplier Information Management
  • 25. Closing the Savings Leakage Gap Identified Implemented Leakage Savings © 2011 Ariba, Inc. All rights reserved.
  • 26.
  • 27.
  • 28. CASE STUDY © 2011 Ariba, Inc. All rights reserved. UNLOCKED SAVINGS > $1 BILLION (in first three years )
  • 29.
  • 30.
  • 31. Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings Rohan Ranadive – BB&T © 2011 Ariba, Inc. All rights reserved.
  • 32. BB&T Company Profile © 2011 Ariba, Inc. All rights reserved.
  • 33. BB&T Company Profile © 2011 Ariba, Inc. All rights reserved.
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  • 40. Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings Carl Hernas – Coach © 2011 Ariba, Inc. All rights reserved.
  • 41.
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  • 44. A Sample Spend Diagnostic © 2011 Ariba, Inc. All rights reserved.
  • 45. Coach 7-Step Spend Management Process Check Point #1 Check Point #2 Check Point #3 Check Point #4 Check Point #5 Check Point #6 Check Point #7/Ongoing Develop Sourcing Pipeline and Conduct Wave Opportunity Assessment Source and Negotiate Award Contract and Plan Implement-ation Implement Supplier and Category Management Processes Measure Performance And Continuously Improve Analyze and Identify Opportunity Develop Sourcing Strategy Sourcing Pipeline Management Strategic Sourcing Category and Supplier Implementation and Management © 2011 Ariba, Inc. All rights reserved.
  • 46. Considering the Variety of Categories and the Opportunity, a Wave Plan Seemed the Most Prudent FY10 FY11 FY13 FY14 FY12 Savings Wave 1 Wave 2 Wave 1 (QW) Wave 2 (12/09-5/10) Wave 3 (6/10-11/10) Wave 4 (12/10-5/11) Wave 5 (6/11-11/11) Wave 6 (12/11-5/12) Wave 3 Wave 4 Wave 5 Wave 6 Wave 7 Wave 8 We are here Wave 7 (6/12-11/12) Wave 8 (12/12-5/13) Savings Realization © 2011 Ariba, Inc. All rights reserved.
  • 47.
  • 48.
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  • 52. Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings Mr. Govind Jaju – Ranbaxy Laboratories Ltd © 2011 Ariba, Inc. All rights reserved.
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  • 58. Questions © 2011 Ariba, Inc. All rights reserved.
  • 59.
  • 60. Collaborative Sourcing: Achieving the Next Wave of Sourcing Savings © 2011 Ariba, Inc. All rights reserved. Sundar Kamakshisundaram - Ariba Andrew Bartolini - Ardent Partners Rohan Ranadive - BB&T Carl Hernas - Coach Govind Jaju - Ranbaxy Laboratories Ltd

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